基于动态匹配视角的供应商与关键客户关系的构建与演进——力神开发12家关键客户的案例研究  

A Study, Based on the Perspective of the Dynamic Fit, on the Construction and the Evolution,on the Relationship between the Supplier and the Key Customer:A Case Study on Lishen Group Developing 12 Key Customers

作　　者：许晖[1] 冯永春[1] 许守任[1] 

机构地区：[1]南开大学商学院

出　　处：《管理世界》2014年第4期107-123,188,共17页Journal of Management World

基　　金：国家自然科学基金资助项目(71072100);教育部新世纪优秀人才支持计划(NCET-12-0281);天津市科技发展战略研究计划项目(12ZLZL-ZF01600)的资助

摘　　要：对供应商而言,与关键客户间的关系对其具有重要的战略意义。本文基于动态匹配视角,对力神开发12家关键客户的历程进行案例分析。研究发现供应商与关键客户间的关系受不同层次、不同内容的匹配影响;流程层次的运营匹配对供应商与关键客户关系的构建具有直接影响;结构层次的组织匹配和人员匹配影响供应商与关键客户关系的拓展;战略层次的战略匹配和文化匹配影响供应商与关键客户间承诺的建立;而运营不匹配会对供应商与关键客户间的合作关系产生严重影响。本研究基于力神公司开发关键客户的历程,通过分析动态匹配对供应商与关键客户间关系的影响作用,以此构建了供应商与关键客户间关系演化的过程模型。namic fit perspective, we have made a case study on the history of 12 KC of Lishen developing 12 KC. By our study,we have discovered that the relationship between the suppliers and the KC(RBTSATK) is affected by the fit on different Levels and with different content, that the operation fit of the flow arrangement has direct effect on the construction of the relationship between the suppliers and the KC, that the organizational fit of the structural arrangement and personnel fit have affected the expansion of the RBTSATK, that the strategic and cultural fit on the strategic level have impacted on the establishment of the promise between the supplier and the KC, and that, however, the non-fit of the operation will have serious effects on the cooperation relationship between the suppliers and the KC. Founded on the history of the KC of the development of Lishen, and through the analysis of the effect of the impact of the RBTSATK, we have constructed a model of the process of the evolution of the RBTSATK.

关 键 词：动态匹配 关键客户 供应商 案例研究 

分 类 号：F274[经济管理—企业管理]